Selling with Hubspot

How to Cultivate a Growth Mindset with HubSpot Team Lead Angie Romero

• Digifianz • Season 1 • Episode 2

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Ever wonder how a sales legend is born? 

Meet Angie Romero, a top-performing salesperson in Latin America, who has propelled herself from initial challenges to global specialist and team leader at  HubSpot. 

Today, we delve into Angie's extraordinary journey, and she generously shares how to cultivate a growth mindset. Her enthusiasm about learning, reading, and interacting with others is infectious. She also underlines the importance of resilience, encouraging us all to view failures as lessons and continuously challenging ourselves to step out of our comfort zones.

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WHAT IS DIGIFIANZ?

Digifianz is an award winning HubSpot Diamond Partner. At Digifianz, we believe in the transformational power of humanizing business relationships. We believe driving honest, open conversations with prospects, and constantly providing them with value before they've ever bought anything, ultimately leads to better sales and a happier & loyal customer base. That's why we help companies grow with a people-first mentality & strategy.

Speaker 1:

Hey everyone. We're here with Angie Romero in our sales podcast. Angie Romero, she's a sales legend. She's one of the top sales persons in Latin America and we're here at Inbound. She came here because she earned this spot and you've been recently promoted to team leader. Is that correct?

Speaker 2:

Yes, Awesome and congrats. Like four months ago, all right, all right, a long journey.

Speaker 1:

Nice, awesome, angie. Angie, could you tell us a bit about yourself, your role in HubSpot, what you do for sales?

Speaker 2:

Yeah, so I've been in HubSpot Live for years ago. I'm a global specialist and also a team leader. We are just helping people growing businesses like just to be successful in Latin America. That's my role I'm helping others.

Speaker 1:

All right, because that's what it's all about. Right, yeah, that's what sales is about it's helping others.

Speaker 2:

Helping others, helping companies, helping customers, helping co-workers it's not that easy.

Speaker 1:

Oh yeah.

Speaker 2:

So that's my role, absolutely. I have so many roles. I also am mom.

Speaker 1:

And that is a big role, that's the biggest one, that's the biggest role.

Speaker 2:

Yes, he's my big boss. He's my big boss.

Speaker 1:

Oh, no, yeah, I can see that. No, angie, so you just mentioned growth and we were recently talking about growth and the growth mindset and how you're very intrigued by the growth mindset. Yes, can you tell me a bit about what got you into the growth mindset and who's an inspiration for you on that?

Speaker 2:

Yeah, actually, it's a short story long, a long story short. When I was in HubSpot the first year, it was awful. It was so hard for me to just be in HubSpot, have this monthly quota and I just started reading. I started reading Lebron James, I started reading Guardiola from Barcelona. Soccer yeah, I'm from Real Madrid. Who cares? Yeah?

Speaker 1:

Who cares? Who cares? It's only your blood team.

Speaker 2:

Because you know and I think something in Michael Workers and the new reps that if you're having a nice month, you're like, hey, I'm going to P-Club, I'm going to Founder's Club, but if you have a bad month and you don't get quota in a month, you say, oh my God, I just can't do this, I'm going to quit.

Speaker 1:

You collapse.

Speaker 2:

I need just to go someone else. So when I talk to them and I just start talking, it's like being a champion. It's not about winning. Being a champion is about how to get a win. It's the process, it's the mindset. It's not about winning, because you won one game but you have to prepare for that game. So that's the growth mindset and that's the champion's mindset. It's that I'm going to be one percent better each day. Have you read Atomic Hobbits. Yeah, it's not really good. I've heard about it.

Speaker 1:

I have it on my list, but I actually haven't. Can you tell us a bit about it?

Speaker 2:

Yeah, it's like I told you progress is not like this, like a mountain or a rocket car. You can be one step at a time, so you can be one percent better each day.

Speaker 1:

And I love that because I mean the exponential growth curve. I am fascinated by that, and if it's one percent better every day, you would think, oh, it's 365% better by the end of the year. It's not because it's exponential, it's something like 3,600,000. No, I'm going to wait to be like 36,000%. My math is terrible, but yeah, it's a 10x factor.

Speaker 2:

It's like in finance is the compound interest.

Speaker 1:

Exactly.

Speaker 2:

So just start saving, and just start saving, and when you are going to be like 30 years from here, you're going to be a million years.

Speaker 1:

Instead of being like a linear curve, it's an exponential curve and by the end of the year you're a radically different person than you were at the beginning, because you've been growing 1% every day.

Speaker 2:

Yeah, so you can see your process like from for it. Because if you see your process from each day and you say, oh, this money wasn't so good, but if you see your quarter, if you see your year, you can see, oh, my god, I'm getting better.

Speaker 1:

Absolutely.

Speaker 2:

So that's a broad mindset and it's not easy to find it and you have to cultivate this skill. So I'm helping. How do you cultivate it? Reading, reading, talking to others to share experiences. You're a totally different person from me, so how are you doing? How is your sales process? Maybe I can learn something from you. Absolutely, we are very high competitive teams, but I think one of the room from improvement is that we need to share best practices. We are not doing like that at all in sales teams. I think we can get better on it. So it's OK. What works for me, this works for me. I think HubSpot is a really nice place to share this. We have Slack shadows. We help each other, jump into meetings with my coworkers and help them with discovery process and everything.

Speaker 1:

So that's the way you make it a collaborative process and that really helps you, Because I mean you're helping somebody at some point, but then somebody's going to help you back. But yeah, I totally love that. Not or not, yeah, but I mean you learn from the experiences, but you listen to the exchange of ideas going on and you grow from that.

Speaker 2:

That's the way it is, because you work with so different types of people, ages everything, so you have to take advantage of that.

Speaker 1:

Absolutely, and we're talking about resilience as well. Yes, like how. That's a very important part of the growth mindset and I think a big part of that is also like your willingness to go out of your comfort zone to expose yourself to things that man, they might scare you a bit, and could you talk about a little bit about how that might happen in the sales process, where you're doing things that I really don't want to do. This makes me uncomfortable or I'm scared. I'm scared about what the outcome of this call is going to be and how that can have an impact and what kind of attitude you have to have when you're facing that challenge.

Speaker 2:

You know what that you're telling me is that people are just so afraid to failure.

Speaker 1:

Yeah.

Speaker 2:

Failure is like this huge word, and failure is the best that could happen to you.

Speaker 1:

It's a lesson.

Speaker 2:

Yeah. So people are like, oh, I can fail, it can fail, yeah. So I say, come on, enjoy it, learn it, use it. So people are just avoiding failure all the time, and I think one of the best inventions ever are being made by failure.

Speaker 1:

Absolutely.

Speaker 2:

So I don't know why people still are afraid from failure. I say, oh my god, it was a great failure. Oh my god, I really know how not to do that.

Speaker 1:

Exactly. Can you tell us a bit about like an experience where you failed and you learned something very valuable from?

Speaker 2:

that, oh yeah, once I have this customer and he was a huge brand from HubSpot and I like fell in love with my deal and I say this company is going to be the biggest deal that I'm going to have. But I just I was so focused on that that I didn't hear the customer, like he was not engaged with me, but I was in love with the deal. So I was like I'm not going to lose this deal because this is the brand, a new brand for HubSpot, and I didn't close that deal and I cried a lot.

Speaker 1:

Oh wow, yeah, you really fell in love with it.

Speaker 2:

Yeah, but it was good because when you are, I'm very passionate about sales. I want everything you know, I do everything that. I do like real Madrid, come on. So what I learned is that you have to be just very happy to have a very good brand, but you always need to listen to your customer. I was so I don't know. I was like dreaming about the deal that I forgot about my customer and he doesn't want to right now to buy it.

Speaker 1:

You weren't listening to them. Yeah, and that's super important, right? I mean, like you really have to pay attention to not like selling your product, but to listening to the person you're selling, and I was thinking I'm going to sell this brand because it's a huge brand and it was like you're all you focus.

Speaker 2:

I'm going to be a rock star. I'm not going to fail because, oh my God, what Won't. I see my manager oh my God, you lost this deal and I lost it and nothing happened. So I say, okay, this is a big failure. So I'm going to check when I have another new big brand, I'm going to be more careful, I'm going to be more strategic. So what I'm doing? I think that's one of my biggest blessings.

Speaker 1:

So what's your approach now when you're selling to a brand like that? Now, Like, how do you approach that sales process? So you don't fall into that tendency to just like be held within yourself, like thinking about like what, like what you're going to reach, like your ego, instead of focusing on them?

Speaker 2:

I always try to get the know.

Speaker 1:

All right. You try to get them to say no, oh, I love it. So you make a game out of it.

Speaker 2:

I'm qualifying all the time. So I'm saying why? Why now? Why this budget? Where's the budget coming from? Okay, are you really that now is the time? But because you said that X, y, c, so I'm not sure that this is the moment.

Speaker 1:

So I'm trying to get the know because sometimes they're trying to convince you that they should use hot spots.

Speaker 2:

So yeah and you know sometimes we made mistakes that you're trying always to get the yes right, but you get to get the no. So when you get all the no, you're going to say, okay, so it's a yes, he doesn't have any option because, yes, we all check all no's. So what happened with legal? You think it's going to work with legal? We need, we need another additional process, so I'm always getting the no.

Speaker 1:

I love it.

Speaker 2:

Each meeting.

Speaker 1:

I love it. You're totally flipping the game. Yeah, yeah, very interesting. Yeah but when you start doing that, I Think like a year and a half and how's that been like the experience of implementing that in general.

Speaker 2:

At the beginning it was weird Because, you know, because in Latin Latin customer I used to to get sell, you know Like you'll have to buy my product and my product is the best. But when you start like just reversal them, there's a like oh, what's going on?

Speaker 1:

This is new for me. Why?

Speaker 2:

are you selling to me? That's weird. So they are like, oh, I like it Something different. Okay, you're going to sell me. No, I'm trying to help you because I just Wounded. You have to time like I value your time is so valuable. So is this the moment because you're a CMO or this huge company, Are you sure you want to start a process right now? That is maybe one month or two months. So they at the beginning are like, oh my god. But then they really appreciate it that you are just keeping a stuff from their minds, that at the end of the deal they say, oh my god, and I forgot that I have to talk with the president in La Patagonia, so that helped for me.

Speaker 1:

That's super interesting. I love it. I love it and the any, any last, the recommendations, any last piece of advice that you'd have for somebody who is starting to sell, or for somebody who's maybe even a veteran in sales, but like a common left out good practice.

Speaker 2:

Ask for help there ask for help. I think that this ego that our sales team we have, we have a happens yeah we have our ego, we say I can ask because we have we are afraid from failure. So ask for help Anytime you can.

Speaker 1:

It's okay not to know things.

Speaker 2:

It's very okay and it's okay not to be good Right, and it's okay to cry, and it's okay just to have your feelings ask for help. That's the only recommendation love it as for help.

Speaker 1:

Love it. Thank you, thank you guys, all right, thank you.